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April 14, 2024

Negotiation Planning Document

Before every negotiation you should construct a planning document. The purpose of the planning document is twofold:

1. It will help you prepare systematically for negotiations.

2. It will help you transfer the negotiation skills you learn to negotiations you will do in the real world.

Preparation is a vital part of the negotiation process. Time spent in preparation should focus on assessing your interests and goals and those of your opponent. The more complete the information you have about yourself and your counterpart, the more control you can assume over your own actions and reactions during the negotiation process. When you don’t have information, especially about your counterpart, GUESS. One way of beginning the negotiation process is to ask questions to try to fill in gaps in the information you have, or to test the assumptions you made in your guesses.

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